Recently, an email landed in my box from a prospect that I had interacted with for the last 6 months or so. I sent out my monthly business update to my possibility thinkers through my auto responder and invited them to take a second look and contact me.



She did.

Seems two months ago she signed up with someone else and now she wants moved under me because she "never can get her sponsor to return her calls or emails."

I wrote her back and explained our company policy and then asked - "If you don't mind sharing, we had a lot of previous correspondence. Why did you sign up with someone else?'

Here was her answer -

"She is in the same time zone as me, but a lot of good that is doing me. She was running "specials" at the time and giving away free product and so I joined with her. Now, I hear nothing and get no support. I still hear from you all of the time."

My point in sharing this with you is two-fold. The first is to let you know that you do not NEED to "incentivize" or "buy people in" by giving away free stuff for signing up.

This is the 3rd email of this type I have received over the last few months from prospects who wanted a "deal" to get in, joined with someone else and now have buyer's remorse.

The "deal" to get in should be in the value of the partnership, coaching and training. Not in a free box of products, some re-produced e-book, a website, a snazzy system guaranteed to work or some other gimmick to get people in. While you may sign people up, very often these people don't do much as their incentive was in the freebie and they are often unable to duplicate this same offer with others.

Will you need to buy their ticket to your company convention? Will you need to pay their long distance bill for conference calls? How vested are they really in their own business? Who is more vested - you or them?

It's a flawed system.

When people ask me if I "give away" anything when they sign up, I boldly tell them - YES. I give away my coaching, training and support, and having spent over 14 years designing it, it's working pretty well.

That's why I was named the company's top recruiter for three years; distributor or the year and received the Leadership award 2 years in a row.

And, I explain why I believe that it is not in anyone's best interest to use this type of incentive. I am very nice about it and am not being cocky or arrogant in the least. There is value in the partnership.

Here are some ideas for avoiding this in your own business.

First, be confident and belief in the value in a partnership with you. Know that buying people in does not create long term business success for anyone.

Determine what your statement of value is going to be. Remember that people want to know what is in it for them. Be sure to let them know what they can expect in a partnership with you. Tell them what to expect from you immediately after and over the next few weeks once they get signed up in the business. Under promise and over deliver. Honor your commitments.

Sell the value in the TEAM. Sell the value in your training, coaching and support. Sell the value in your experience. If you are new, that's okay. That is where the team is invaluable.

If someone asks you about what you will "give them" to sign up, be confident in your answer. Don't fall victim to a welfare mentality. I don't need a new sign up that badly and neither do you!

Keep in touch with your prospects. Make sure they are in your auto responder or some type of database so you can check in from time to time with updates and to let them know that you are still in business.

Being a good sponsor helps set a high standard for our industry! Be that high standard!